VP, Customer Revenue Growth

Summary

Join Toast as the Vice President of Customer Revenue Growth and lead the strategy to expand product adoption within our existing customer base of small to medium businesses. You will oversee the Growth team, partnering with the Shop/Ecommerce product platform. Develop and scale upsell strategies using data-driven insights to increase ARPU and CLTV. Build and lead a high-performing sales team, focusing on repeatable sales systems and optimizing the customer journey. Collaborate cross-functionally to ensure alignment on key metrics and continuous improvement. Research and test new upselling methodologies, aligning strategies with market trends and technology innovations. This role reports to the SVP of Sales.

Requirements

• 10+ years of experience in a SaaS sales environment with a focus on upsell, cross sell, or account management
• Demonstrated experience with Land and Expand motions
• Track record of leading high-performing sales teams by building and implementing repeatable, scalable systems that drive consistent results
• Proven success with product-led growth motions

Responsibilities

• Develop and scale upsell strategies using data-driven insights to increase average revenue per unit (ARPU) and customer lifetime value (CLTV)
• Leverage predictive analytics and customer segmentation to identify and prioritize high-potential upsell opportunities across Toast’s product portfolio
• Build and lead a high-performing sales team focusing on repeatable sales systems; create and iterate on playbooks, training materials, and sales enablement tools based on key metrics to drive predictable outcomes
• Optimize the customer journey by implementing a scalable, customer-focused approach across upsell channels
• Collaborate cross-functionally with Sales, Marketing, Product, and Customer Success to ensure alignment on key metrics and continuous improvement in upsell execution
• Research and test new methodologies in upselling and customer expansion, ensuring strategies align with evolving market trends and technology innovations

Preferred Qualifications

Experience with small to medium-sized business customers

Benefits

Competitive compensation and benefits programs